Sr. Strategy & Operations Analyst, Deal Desk

Who we are 

At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses  and empower millions of developers worldwide to craft personalized customer experiences.

Our dedication to remote-first work, and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands.

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Hiring and how we work

We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions! 

Also, while we are a remote-first company, you may be asked to report in person on an ad-hoc basis for team gatherings, functional off-sites or customer meetings. 

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See yourself at Twilio

Join the team as our next Sr. Strategy & Operations Analyst, Deal Desk

About the Job

Twilio is looking for a Senior Strategy & Operations Analyst for the Deal Desk Team to play a key role in supporting sales and deal desk velocity. This is an exciting role for an individual to gain and expand a broad spectrum of cross-functional interactions while leading the implementation of our most critical internal projects. This role partners closely with Finance leadership, Sales, Legal, and Operations to manage our core operational tools, including the global deal model and key performance dashboards. By supporting our AI workflow integrations and handling these system responsibilities, you will help build how Twilio's Deal Desk operates as we scale. The ideal candidate is curious, action-oriented, dedicated, and able to tackle complex analytical challenges by providing data-driven, financially sound, and clearly communicated solutions.

Responsibilities

• Assist leadership in exploring and developing new AI tools to modernize Deal Desk workflows.
• Facilitate automation of our internal tooling by conducting functional testing, managing bug remediation, and supervising system results.
• Assist in troubleshooting bugs, maintaining documentation, and executing on the elements of the roadmap for deal model support.
• Assist with Renewals Reporting management and data gathering for pricing and discounting insights.
• Support the operationalization of the Global Discount Catalog strategy program.
• Partner with the Product and finance teams to establish cleaner cost data and act as the first point of contact for day-to-day cost data hygiene.
• Assist in incorporating specialized deal modeling into Deal Desk workflows, such as resell financial models.
• Take ownership of maintaining and updating dashboards tracking deal velocity, bottleneck stages, and discount trends by sales segment to ensure deal flow and visibility for leadership.
• Create, manage, and update enablement resources and "Deal Playbooks" for our Global Sales Teams.
• Partner with the SFDC and CPQ teams to track enhancements and system updates, ensuring that basic configurations and new products are integrated effectively.

Qualifications

Not all applicants will have skills that match a job description exactly. Twilio values diverse experiences in other industries, and we encourage everyone who meets the required qualifications to apply. While having “desired” qualifications make for a strong candidate, we encourage applicants with alternative experiences to also apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table!

Required:

• A Bachelor’s or Associate’s Degree plus a minimum of 3 years of experience in Corporate Finance, Financial Planning & Analysis (FP&A), Strategic Finance, Commercial Finance, or an analytical GTM/Deal Desk role. If no degree, a minimum of 5 years of relevant analytical experience is required. 
• Demonstrated analytical and financial skills, with a firm understanding of core financial concepts and the ability to explain financial tradeoffs clearly. 
• Advanced Excel/Google Sheets skills, with proven experience building intermediate financial models, logic formulas, and scenario analyses. 
• Knowledge and/or experience using online sales and/or document management tools such as Salesforce, Tableau, CLM, and JIRA.

Desired:

• Experience supporting the operationalization of discount and commercial strategies within systems like CPQ, SFDC, and Airtable.
• Experience exploring or leveraging AI technologies to modernize workflows.
• Familiarity managing internal and external partnerships.

Location

This role will be remote, but is not eligible to be hired in CA, CT, NJ, NY, PA, WA.

Travel 

We prioritize connection and opportunities to build relationships with our customers and each other. For this role, you may be required to travel occasionally to participate in project or team in-person meetings.

What We Offer

There are many benefits to working at Twilio, including, in addition to competitive pay, things like generous time-off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location.

Compensation

*Please note the salary range information provided applies only to candidates residing in California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, Washington D.C., and Washington State due to local requirements. Compensation for candidates in other locations will be discussed during the hiring process. Please note that hiring for this role is not restricted to the locations listed above.

The estimated pay ranges for this role are as follows:

• Based in Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Vermont or Washington D.C. : $96,640 - $120,800..
• Based in New York, New Jersey, Washington State, or California (outside of the San Francisco Bay area): $102,240 - $127,800.
• Based in the San Francisco Bay area, California: $113,600 - $142,000.
• This role may be eligible to participate in Twilio’s equity plan and corporate bonus plan. All roles are generally eligible for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave.

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.

Applications for this role are intended to be accepted until 09/15/27, but may change based on business needs. 

Twilio thinks big. Do you?

We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values - something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts.

So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions.

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Stay alert to recruitment fraud

We care about your safety. Scammers sometimes impersonate Twilio recruiters through fake job postings, emails, websites, or messages. Please ensure you are engaging with an official @twilio.com email address. We will never ask for payment, gift cards, cryptocurrency, or banking information during the recruiting process. We do not make job offers without a formal interview process or conduct interviews exclusively through text-based messaging apps.

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Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.